Global Digital Store – Ebooks and Softwares

Tag: Elements

  • Follow the Yellow Brick Road to More Sales

    [ad_1]

    When Dorothy landed in Oz, she wanted to go home and was told by the Munchkins to see the great and powerful Wizard of Oz. “But how do I find the Wizard”, she asked. “Follow the Yellow Brick Road”. “And the best way to start, is at the beginning”. And that holds true for the Sandler System as well. Start at the beginning.

    The beginning step in the Sandler Sales Process is to establish bonding and rapport with your prospect. Once you’ve created a good relationship with this person, you can then set an up-front contract on what you will discuss, typically their agenda and yours, with a specific outcome in mind. This up-front contract should lead them down the path towards revealing some pain. If there’s no pain to reveal, then you can shake hands and part as friends, and move on to the next prospect. However, if you do reveal some pain, then you schedule a next meeting where you can delve deeper into the prospects issues and pain.

    THE PAIN FUNNEL IN ACTION

    Let’s look at a sample story showing the pain funnel in action. In this story, our sales person works for a contractor who builds navigation systems for fighter jets, and has an appointment to see Henry Jones. Henry has an engineering background and is very technical in nature. Watch how the sales person starts out using the questions from the Sandler Pain Funnel to better understand his prospect, and then slowly moves Henry through the funnel towards a sale. The questions are broad at first, but then become more specific and designed to make the prospect more emotional. The idea is to grasp Henry’s problems and lead him to reveal how the problems affect Henry personally.

    Henry starts by asking the salesperson, “Can you design a system that will easily retro- fit our F-16s so that rewiring will not be problematic?” As you can see, this is a very technical question for a very technical problem. The salesperson can try one of one two things: answer the question directly and speak about the product’s features and benefits, or try to uncover the real intent of the question and ultimately, if there’s any pain. In this example, the salesperson employs the Pain Funnel to dig for the pain behind the prospect’s question. The salesperson responds, “You know, that’s a great question. Can you tell me more about that?” Henry answers back, “Yes. We’ve had some experiences retrofitting F-16s with different types of equipment and ran into some challenges. It takes a very long time to rewire the system, and that becomes problematic when you have to disconnect wiring harnesses and lots of other systems that are related to whatever it is we are installing.” The salesperson probes, “Can you be a bit more specific? Give me an example.”

    Keep in mind, each and every question the salesperson asks comes from the Pain Funnel. Even though the questions are in order, you can tell it offers a very smooth arc to the overall conversation. If you have internalized the questions and the process, it won’t feel awkward guiding a prospect through the Pain Funnel in exactly the order prescribed.

    Henry continues, “Well, recently we had to retrofit replacements into the planes. We had to take out the ejection seats and remove some of the navigational systems. We even had to get into the hydraulics. So, what we originally anticipated would be a 25-hour job turned into a job that lasted close to 200 hours. It’s not so much the hours that really bothers us as the amount of time the fighters have to be out of service in order to get it done.” The salesperson continues down the Pain Funnel, “How long has that been a problem?” “It’s been two years that we’ve been dealing with this,” Henry replies. “OK. What have you tried to do about that?” the salesperson asks, following the Pain Funnel method exactly.

    Henry answers, “We talked to a contractor to see if there was a possible fix, and they came up with some recommendations.” The salesperson goes to the next Pain Funnel question: “And did that work?” Henry responds, “The only potentially viable solution they came up with was to redesign the entire system. That would actually take the planes out of commission for even longer.” The salesperson asks, “Do you have any idea how much that would cost you?” “A lot. But it’s not just dollars. It also puts peoples’ lives at risk. Every day that one of those planes is out of service, we risk not having a jet ready to protect people”, Henry says more emotionally now. “How do you feel about that?” the salesperson asks sincerely. (Or alternatively, the salesperson could ask, “What’s your level of commitment to seeing if there is a way to make sure this problem doesn’t happen again?”) “Honestly? We’re very upset this is happening, and we have to get it fixed. We need solutions that minimize the amount of time these planes are out of service. Do you think you can help us?”, Henry pleads.

    THAT’S HOW IT WORKS

    In our prior scenario, the salesperson effectively uncovered Henry’s pain. So what’s next? Uncover even more pain. An effective Pain Step means uncovering 3 to 5 elements of pain the prospect is dealing with. However, don’t use the same approach each time, vary it a bit to keep the prospect unaware of what you are doing. A classic bit of sales wisdom is, “The best presentation you will ever give is the one the prospect doesn’t see.” Since the prospect has revealed to you what to present in order to win the sale, you will want to move forward in the sales process by offering direct solutions that relieve his pain. However, don’t do it right away. First, be sure you really have uncovered three to five pains, and done a good job on the Budget and Decision Steps. In other words, stay within the Sandler Seven Step process. At this point, you will be ready to present the appropriate solutions in the Fulfillment Step. Moreover, if you’ve done your job correctly, like Dorothy did, and followed the Yellow Brick Road to Oz, all you need to do is click the Ruby Slippers together and the deal will close itself, and may even take you some where over the rainbow!

    [ad_2]

    Source by Greg Nanigian

    Views: 0

  • The Best eCommerce Practices for a Seamless Customer Experience

    [ad_1]

    In this generation of online shopping, none of the businesses can thrive without an outright eCommerce site. Further, websites became an integral part of digital marketing strategy and hence improving a dynamic, appealing and user-friendly website is essential. From visual elements to UI / UX elements, everything matters! They should be able to lure customers and offer them a top-notch experience of shopping.

    So, here's a quick guide for the budding eCommerce entrepreneurs to start off their stores like a pro and let every single visitor has an exceptional experience. The points discussed below also explain how every minute element of an eCommerce site has a direct impact on the perceptions and interests of the visitors.

    Homepage must be engaging enough for the customers

    You hardly have 4-5 seconds to capture the attention of the visitors and the first thing they see is the home page. Within those fraction of the time, you need to show them what you have and how amazing your brand is. Make it approachable with a clean layout, uncluttered elements, and bold colors. Put all the promo offers, deals and discounts on the homepage only with tempting banners / sliders to captivate the attention visitors.

    Smooth navigation to persuade customers to explore

    The navigation and its related elements have to be pretty intuitive and easy to use because that enable the customers to explore more of the other pages on the site. The basic behind such effortless navigation is clarity of elements. That means menu, search box, categories, sub-categories, call-to-action, all should be organized well and redirect customers to the page they were seeking for.

    Businesslike content presentation is essential

    Users don't just view your website for the products but also read what's written to know the brand and for other snippets of information on products you offer. However, flowery language, long sentences and tough words are never that catchy to visitors! So, put all your information, headlines, offers and sales announcements in simplest words and in separate blocks to avoid cluttering.

    Responsive search tools are a must

    Make your search effective and responsive with filters, keywords corrections and suggestions. Customers are impatient beings! If they do not get the exact things they were looking for, they will just leave. These options will help them find the exact items they have in their mind by typing the keywords. Filters enable them to search for products according to features, colors, size and other specialties.

    Clear Call-to-Action and simplified checkout

    To redirect customers to the checkout page without any hassles you need to place clear call-to-action on the product pages. Further, to assure that none of your customers leaves because you have a lengthier checkout process, then make it short with fewer fields.

    At the end of the day, your website is for selling not just for capturing the attention of visitors. So, if there's enough traffic driving from the search engines to your website, leaves no chance to turn to their paying customers with these proven practices.

    [ad_2]

    Source by Rob Stephen

    Views: 0

  • How to Handle PPC Problems in MLM

    How to Handle PPC Problems in MLM

    [ad_1]

    Paid Advertising in MLM

    You work hard in your MLM business and saved money for paid advertising. It’s been a dream to use some sort of automation for your marketing and the road to success has been a climb. Finally, the day has come for you to launch your PPC campaign and you feel a bit unsure about the whole process. Yet, you feel ready to conquer the world, because you believe in yourself and your dream. So, you take the plunge and invest your nest egg into a campaign. A month passes and your campaign was a disaster. You check the data and find out that you had little traffic from the keywords and the script you used was generic. The frustration sets in and now you’re worried about the future.

    Ever been like this in a new venture, especially with PPC or other paid advertising and suffered horrible results for your MLM? If you haven’t, but are looking into paid solutions to help your business, you should reconsider your options heavily, first. Organic traffic brings in higher numbers than paid solutions, no one likes ads. If you are bent on using PPC, then you want to read further and deal with the issues involved. A fair warning, other businesses are using the system to further their objectives and most are not successful. If you wish to proceed then please read on.

    Common PPC MLM Problems

    Now if you’re looking to improve your MLM PPC campaign, one of the biggest issues you have to look at is your quality score. The quality score determines the quality of ads and landing pages used by the keyword. A higher score means the system believes your ads are relevant and useful. The ads are rated on 1-10 and a larger score keeps the competition down, the cost down and you may receive your lion’s share of clicks. It’s not guaranteed to work, most people scroll past the paid stuff and click on the organic elements first. One other problem is that your impressions and clicks may drop off due to either a budget, quality score or competition.

    Dealing with the PPC Issues

    Now let’s wrap this up really quick on how to deal with your PPC problems and get your MLM business on track. Make sure your landing pages, keywords and ads are relevant. Throw in a negative keyword to reduce irreverent searches. You may want to split test ads to see what works better and it can improve your quality score. If your ads been dropping, you may need to improve your quality score or increase your bid amount. Your daily budget should never be reached, you may need to lower or rise it, depending on the data that your campaign suggests.

    [ad_2]

    Source by David L. Feinstein

    Views: 0

  • Waking the Tiger, Healing Trauma, by Peter A, Levine

    Waking the Tiger, Healing Trauma, by Peter A, Levine

    [ad_1]

    Many people who have suffered tremendous emotional trauma (for example, the recently bereaved, people in war-torn countries, those who have been tortured or sexually molested) or physical hurt (e.g. severe neglect, debilitating injuries) recover entirely or near completely from their tragedy. However, others do not fare as well and continue to relive the same horrific experiences of morbid fear, anguish, and anxiety for a prolonged period of time. These latter groups of people have been traumatized by their bad experiences.

    In their book, “Waking the Tiger: Healing Trauma,” Levine and Frederick (1997), said that this is a result of bottled-up somatosensory symptoms emanating after trauma. There are three main ways people respond when faced with a traumatic experience, said Levine and Frederick (1997). They can fight (confront the situation), flee (get away from the situation), or freeze (be totally overwhelmed by the predicament to the point of immobility). Victims who apply a fight or flee solution to a traumatic experience fare better in dealing with trauma than people who freeze in response to shock (Levine & Frederick, 1997). This state of suspended animation and paralysis occurs unconsciously and involuntarily. During this state of freeze, the victim has no way of going through all the typical reactions associated with traumatic events (Levine & Frederick, 1997). Because they are not adequately discharged by the victim, the trapped emotions wreak havoc on the traumatized individual.

    The solution to trauma is, therefore, to guide the victim along a path (Experiential Sensation-FELT SENSE) that allows them to perceive and release those trapped emotions (Levine & Frederick, 1997). This approach to healing trauma was garnered by learning how animals recover from traumatic experience (Levine & Frederick 1997). Confronting trauma, said Levine and Frederick (1997), should be mostly on an emotional, limbic brain level, and not solely on the rational, executive brain level.

    Levine and Frederick’s trauma theory is also supported in some ways by the polyvagal theory, which suggests that trauma has a somatic experiential component. If, as indicated by the polyvagal theory and by the Levine and Frederick (1997) theory, that trauma has strong emotional roots, one can apply elements of relationship models such as the DIR model in addressing trauma. After determining the victim’s functional emotional development capacity level, a DIR practitioner can begin to appeal, build and strengthen discovered areas of weaknesses, thus allowing the victim to escape the shackling phenomena of a past traumatic event. Calming the traumatized individual is a tool in the DIR toolbox with which to regulate traumatized individuals. A calmed mind creates an opportunity for further regulation of emotions and understanding of deep-rooted feelings, all of which are needed for trauma victims to extricate themselves from the shackles of the past and begin to attain new heights of functional capacity.

    Other applicable trauma theories include the NARM model, which, focusing on the mind, suggests that trauma is associated with a maladaptation in the victim’s attachment history. The PTSD model suggests that trauma victims are applying to their current problems solutions which had worked and were appropriate in the past.

    In my opinion, while attachment and trauma appear as opposite ends of the same emotional realm, it is apparent that whereas attachment is mostly positive, except, for example, in cases of extreme attachment/dependency, trauma is almost always negative, at least until it resolves. Treatment of trauma requires a dedicated practitioner, who is ready to learn from their victims and understand their challenges in order to develop an appropriate management strategy.

    Recognizing the signs and symptoms of trauma, making timely referrals to a trauma specialist, and integrating several of the modalities mentioned would likely give the best result in the management of traumatized children and adults.

    Reference

    Levine, P. A., & Frederick, A. (1997). Waking the tiger: Healing trauma: The innate capacity to transform overwhelming experiences. Berkeley, CA: North Atlantic Books.

    [ad_2]

    Source by Anselm Anyoha

    Views: 0

  • 4 Benefits of Holistic Medicine

    4 Benefits of Holistic Medicine

    [ad_1]

    Holistic medicine is intended to focus on a person’s whole being. This provides a more all-inclusive approach to healing and focuses on spiritual, mental, emotional and physical wellness. The ability to focus on multiple areas makes it possible to diagnose the root cause of an illness or other complaint and aims to eliminate this illness by promoting healthy living. Here are a few of the top reasons to use holistic medicine:

    Treats the entire body

    A major benefit of holistic medicine is the ability to treat the entire body. A traditional doctor will focus their attention on treating a particular condition, disease, or problem, while alternative medicine like holistic will take a different approach and make sure the entire body is fully functional. Doctors in this area appreciate the body as a whole and it must be working in complete harmony to ease a condition or disease. This is why the holistic approach looks to focus on not only the physical body, but also the spiritual, mental and emotional aspects.

    More time with a doctor

    A typical complaint with visiting a traditional health center is the short amount of time spent talking to their doctor. But, this is completely different with the alternative doctors who have a vested interest in finding out useful information related to a patient’s emotional well-being, as well as other complaints they may have to disclose. This means every patient gets a full one-on-one consultation with the time to fully explain their problems.

    Focus on preventing diseases

    Holistic medicine has a preventative focus and takes several different approaches to prevent a condition or disease taking hold in the first place. Many of these patients visiting their doctor are likely to make an appointment when they are sick and in need of treatment and also when they are well with no issues with their health. This means it is possible to create a health care plan that is practical for both disease prevention and continued well-being.

    Treatment involves natural care

    Instead of taking over-the-counter or prescription medication, the holistic approach is a lot more focused on taking natural medication, herbs and supplements. This can also include a fully detoxification program to increase the body’s ability to complete purge all toxins. A regular detox is great to fully balance a person’s well-being. Exercise and nutrition are further key elements of this treatment approach. Meditation is a useful technique to help patient’s suffering with episodes of stress and other emotional issues.

    [ad_2]

    Source by Leo Eigenberg

    Views: 0

  • Four Essential Solutions To Heal From Your Profound Sorrow – Stop Grieving And Start Healing

    Four Essential Solutions To Heal From Your Profound Sorrow – Stop Grieving And Start Healing

    [ad_1]

    Grieving And Start Healing

    1- Optimism!

    "The first step towards the solution of any problem is optimism." ~ John Baines

    Begin by thinking and believing you can take one step toward hope and peace no matter how overwhelmingly complex it may appear. Keep your candle of hope lighted even though your circumstance may seem fogged with blackness.
    "It is better to light a candle than to curse the darkness."
    ~ Chinese proverb often quoted by Eleanor Roosevelt

    The darkness of your cave of sorrow clouds and grief shadows can seem overpowering. Yet, unknown, unexplored possibilities can be discovered, explored and applied in your healing. Opportunities and potentialities of hope can be illuminated by your small candle light of anticipation and optimism. Even in the darkest of conditions happiness can be found. You must remember to turn on your light of hope.

    "It is during our darkest moments that we must focus to see the light."
    – Aristotle Onassis

    Optimism can help you focus on undiscovered possibilities. Focusing on opportunities not yet considered with hopefulness and confidence is vital to stop grieving and start healing. Optimism is your first important solution to overcoming your sorrow.

    2- There are Answers

    "Be thankful that life is a mystery. There is so much we can never know. Breathe deeply and relax into the not-knowing. There is much that we do not have to know in order to live joyfully."
    ~ Jonathan Lockwood Huie

    Seeking all the answers to heal from your deep grief experience may not be in your best interest. Every answer to the "Why", "How", "When", and "Where" is not necessary to live joyfully. Concentrating on the things you can be grateful for may be a better solution. Focused on counting your blessings one by one can give you greater hope and resolve.

    "Your success and happiness lies in you. Resolve to keep happy, and your joy and you shall form an invincible host against difficulties."
    ~ Helen Keller

    Optimism in your thinking, resolve to overcome life's detours, determination to not let a daunting grief challenges stop you on your journey to find more happiness are all essential elements of personal empowerment. Don't let the tears from your crying about the sun being gone from your life block you from seeing the potential stars of happiness and hope.

    "Only when life is difficult, are we challenged to become our greatest selves."
    ~ Jonathan Lockwood Huie

    Let's be honest and frank, grief happenings are difficult and trying. But new possibilities discovered can help you become your greatest self. Follow your heart and don't let anything crush your dreams.

    "When It's Darkest, Men See the Stars."
    ~ Ralph Waldo Emerson

    Empowerment to heal from your grief and loss requires you look beyond the darkness you see and feel. Looking for the stars of hope beyond your darkest night may require an attitude shift. Look beyond your shadowy discouragement. You can if you will.

    3- Resolve

    "Your success and happiness lies in you. Resolve to keep happy, and your joy and you shall form an invincible host against difficulties."
    ~ Helen Keller

    Don't let the tears from your crying about the sun being gone from your life block you from seeing the potential stars of happiness and hope.

    "Only when life is difficult, are we challenged to become our greatest selves."
    ~ Jonathan Lockwood Huie

    Let's be honest and frank, grief happenings are difficult and trying. But as you search for solutions the possibilities discovered can help you become your greatest self. Follow your heart and don't let anything crush your dreams.

    4- Pray

    After you have considered and done all you can never forget the inspiration and strength that can result from communion with God.

    "Our prayers should be for blessings in general, for God knows best what is good for us."
    ~ Socrates

    It is good to remember as you pray that God gives you what you need in His good time – but not always when and what you ask for. I have lived with and overcome grief supported each time from inspiration, strength and personal empowerment from communion with my God. You can also.

    Be Optimistic. There are answers. Seek them. Have determination and resolve. Pray. Seek the inspiration of communion with God.

    [ad_2]

    Source by Duane Marchant

    Views: 0